Sales Scenario – Rubbermaid® Lock-Its™
OCMC 2009
The objective of the sales presentation is to provide you with the opportunity to demonstrate the ability to organize and
execute an effective sales presentation. You should assume that the meeting with the prospect, Canadian Tire, has
been prearranged and that this is your first face-to-face meeting with them. You have twenty (20) minutes to make the
presentation. The goal is to make the get the listing of the full product line.
The Scenario
You are a sales representative working at Rubbermaid Canada. Your territory includes a number of key accounts, one
of them being Canadian Tire. You sell to their head office located on Young Street North in Toronto.
Rubbermaid is a leader in developing high-quality, innovative storage and organizations solutions for the home,
business and outdoors – making everyday life easier. Widely recognized and trusted, Rubbermaid designs and
manufactures a full line of consumer and commercial food storage containers and beverage dispensers, as well as
products to store goods and keep homes, closets and outdoor living space clean and organized. For more information
on Rubbermaid visit www.rubbermaid.com
Canadian Tire is Canada’s most-shopped general merchandise retailer. It is part of Canadian Tire Corporation, Limited
which operates in retail, financial services and petroleum. More than 57,000 Canadians work across the Canadian Tire
organization from coast-to-coast. Canadian Tire Retail and its Associated Dealers together form one of Canada’s bestknown and most successful retailers with 476 stores in communities nationwide. Canadian Tire stores offer a unique
mix of products and services through the leadership of three specialty stores under one roof – Automotive, Sports and
Leisure, and Home Products. Canadian Tire also offers customer the opportunity to research over 25,000 products
online at www.canadiantire.ca and order items by phone.
Your Sales Opportunity
Rubbermaid products can be found almost everywhere, including mass retail, hardware and home center stores,
warehouse clubs, supermarkets, drug stores, department stores and specialty stores.
Rubbermaid Inc. is committed to ensuring that the Rubbermaid® brand continues to stand for durable, innovative
products that help simplify the lives of people every day.
Rubbermaid’s commitment to innovative products has led to many new product introductions with the latest new
product being Lock-its™. Lock-its™ were created to solve two key issues with food storage products; leakage and
easy organization. The Lock-its™ lids snap shut on the containers with 4 locking tabs for secure storage and the lids
snap to the base, to each other and to Easy Find Lid containers.
There are 10 sizes in the product line up ranging from a 1.25 cup size to a 40 cup size. In addition the 5 cup Lock-its™
can be purchased as a twin set and there is a 12 pack set. The Lock-its™ are clear with a red lid.
Lock-its are the latest line of Rubbermaid food storage containers with the Easy Find Lids™ system that allows lids to
snap to bases for easy kitchen cabinet storage and organization. Over 70% of consumers are routinely unable to find
the lid that matches their containers and another 52% loose the lid completely. Rubbermaid’s Easy Find Lids system
effectively solves this daily consumer problem and new Lock-its join the original line of Easy Find Lid containers,
Premier™ containers and Produce Saver™ containers with Rubbermaid’s patented storage and organization system.
Lock-its™ are currently available in 3 key accounts, Wal-Mart, Loblaws and Zellers. All three of these retailers carry a
wide assortment of storage products including some of the Lock-its line.
Lock-its™ are currently not available in Canadian Tire, but Canadian Tire does list other Rubbermaid products as well
as the competition – Sterilite, Snapware and Lock & Lock.
Your objective is to secure full listing of the product line before the key Christmas season where consumers add to
their food storage inventory in anticipation of leftovers from holiday dinners and before the New Year where New
Years’ resolutions associated with weight management often lead to better nutrition, hence home made lunches.
All products in the Lock-its lineup are available for shipment now. The manufactured suggested retail price (MRSP)
ranges from $2.99 for the 1.25 cup to 12.49 for the 40 cup. The margins generally taken by Canadian Tire on food
storage are 35%. The product is shipped in cases of 12 and cannot be broken down. Rubbermaid do not accept
returns of products and the shipping policy is FOB retailer.
In support of the launch into Canadian Tire you may negotiate with the following discounts:
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Up to 5% in co-op advertising funds
Up to 20% is offered on the initial order if all 10 sizes are listed, all 10 product sku numbers are placed in the
system immediately and the order placed before December 4th 2009
10% off invoice is offered on all orders placed before December 4th and shipped before December 8th 2009
15% is offered on all orders of 30 cases or more up to December 4th and shipped before December 15th.
All Canadian Tire Store Managers are more likely to carry the line is presented with a guaranteed sale situation
For additional information on the product please see the Powerpoint at
http://www.mohawkcollege.ca/__shared/assets/SalesScenarioPPT11855.ppt.
PLEASE NOTE THE FOLLOWING:
1. Students and/or faculty are not permitted to contact Rubbermaid or Canadian Tire under any circumstances.
You may use the companies’ websites for information but personal contact of any kind is forbidden.
2. If you are unsure of any points, you should make reasonable assumptions and state those assumptions as part
of your presentation
3. Rules regarding the Sales Presentation and specifically the use of electronic or other sales props are outlined
in the Event Details section of the OCMC website found at www.ocmc09.ca
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